Many individuals who are not in sales have a strong notion that that selling has nothing to do with them. This is totally absurd and is absolutely incorrect. Such thinking is not only unethical but also sabotaging to any business.
Many of us resist assisting prospects in the sales process as we feel and believe we have nothing to do with it. The reason being is our mind-set. Unfortunately, we have been educated to believe that selling is all about the money transaction. This is totally untrue.
Selling is an astonishing field no matter which industry you belong to. There is a notion amongst buyers that most salespeople are liars. In fact when I talk to salespeople most salespeople feel and believe they are liars. I would imagine with such a thought a sales person would come across numerous challenges when selling. No wonder non-sales people want to stay away from selling.
Mahatma Gandhi had a great saying “A customer is the most important visitor on our premises. He is not dependent on us. We are dependent on him. He is not an interruption to our work; he is the purpose of it. He is not an outsider to our business; he is a part of it. We are not doing him a favour by serving him, he is doing us a favour by giving us an opportunity to do so.”
So, it is crucial for anyone in sales or not in sales to be aware that sales is the same as customer service. So, rather than thinking of the customer in terms of Always Be Closing (ABC) it is about time to think of them in terms of Always Value Before Closing (AVBC). In other words can I give them value in what I provide.
Everyone in an organisation is involved in customer service thus being a sales person. Just like in customer service you are there to help, serve, assist and guide the customer to a solution that will fulfil their needs and wherever possible their wants. That is exactly what happens in sales.
Never be mistaken that selling is the sole responsibility of those few individuals who have the word “sales” in their job title. In simple terms it is the responsibility of every person the organisation.
This is the reason I strongly believe sales is all about Soul Based Service Excellence, which not about a transaction, it is about creating a positive customer service experience for your customer.
Remember you are always selling. A prime example is when you go for a job; you need to sell your skills and competence to your future employer.
“Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will you succeed in sales, you will succeed in life." - Mary Kay Ash
My name is Rohit Bassi and I am the founder of In Learning. My mission is about sowing the seeds of passion to help you outperform yourself by enhancing your core critical skills of communication, leadership and collaboration. I have delivered workshops to the likes of Oracle, Harley-Davidson, Emirates NBD, Emaar, Alshaya, Baskin Robbins, Mazda and many more. Please feel free to contact me via rohit@in-learning.com or call on +971-(0)55-553-2275.
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